Dell Simplifies PartnerDirect Program, Adds Rewards, Benefits for Certified Partners

Vendor bolsters marketing support, incentives for higher-level partners.

Dell Inc. recently augmented its PartnerDirect program, adding new Premier and Preferred levels and supplementing marketing support and benefits to reward those resellers investing in specific solutions.

The new program, which became effective in May, consists of a new structure, more rewards for certification and training, new rebates for higher-tiered partners, an expanded deal registration, financial incentives, and enablement and technical support.

Under the revamped PartnerDirect program, certified partners, including those holding badges for enterprise architecture, managed services, networking and security and systems management—now are classified either as Premier or Preferred, based on training and involvement with the vendor.

Dell said that it has partitioned its enterprise architecture certification into two tracks, one for storage and another for servers.

Premier partners, which Dell said represent its highest level of partner commitment, must command two of the vendor’s certifications and meet an annual sales bar to attain rebates on certain products, financial incentives on identified products and solutions, access to 180-day deal registration and unlimited concurrent deal registration, leads and priority entry to a resource desk.

Preferred partners, which Dell previously called Certified, must have at least one of the vendor’s certifications and meet an annual revenue target to gain 120-day deal registration, including extended terms for storage, and access to Dell-generated leads.

Benefits for Dell Registered partners will remain the same, the vendor said.

“These improved benefits are based on input we have received directly from our partner community,” said Greg Davis, Dell Global Commercial Channels vice president and general manager.

“For those partners who are investing in Dell, we are enhancing incentives and benefits to better position them for success, and we are able to do that thanks to the success our partners have enabled PartnerDirect to achieve,” he said.

Dell partner Hipskind Technology Solutions Group Inc., a Hinsdale, IL-based IT solution provider, said that the vendor’s new channel structure will help it with customers.

“This new structure helps strengthen the solutions we are able to offer and also helps us deliver better value to our customers,” said Steve Hipskind, Hipskind president.



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